Sales Performance Motivation is all about keeping your team at the TOP. And isn't that where you want them all the time?
This blog is for people who are committed to sales effectiveness by applying thought leadership in sales to drive behavioural change that delivers measurable sales preformance improvement in today's increasing competitive and complex business environment.

Monday, November 20, 2006

Leveraging Events (Part 8/10). A great way to meet new prospects is at events. Events ranging from school sports meetings to Corporate VIP hospitality events. Be there. Attend some local sporting events where you will meet other people with similar sporting interests or attend your kid’s school sports events where you will meet other parents and from there you can get to new prospects using “n+1” thinking together with asking for referrals.Corporate VIP Hospitality Events. These types of events are a wonderful opportunity to invite those prospects that you cannot easily get to meet. This is often the case when you are trying to meet senior management, busy and difficult to reach people who hold ultimate decision making responsibility. The idea here is to make the event so appealing and the invitation so prestigious that prospects will do anything to be able to participate. Examples include the International Tennis Grand Slam. eg. Roland Garros or Wimbledon, the F1 Grand Prix, the UEFA Cup, or the Rugby World Cup. Now, be sure to invite as many VIP prospects and VIP customers as you possibly can. Existing customers can discuss their experience working with you and your company and give “spontaneous testimonials” to your invited VIP prospects. Give your prospects a VIP invitation to a high profile event and you will always be remembered. Even if they cannot make it or decline your invitation, you have set up reciprocity for later use. Good Luck and remember Always Be Prospecting.Part 8/10 in French

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About Me

David R Ednie is President and CEO of SalesChannel Europe SARL. He is acknowledged as an expert in Business Execution, Sales Performance Motivation and International Sales Channels. David has over 20 years international business experience working in culturally diverse markets in Europe, the Middle East and Africa, Central and Eastern Europe and Australia. Clients include: AustralianSuper, Bombardier Transportation Services, Bouygues Telecom, Datastream (Infor), DowJones, EDF, GL Trade (Sungard), GMAC Financial Services, Indec Consulting, MCI Group, Microsoft EMEA, Netcentrex (Comverse), Orange Group, Orange Business Services, RBS Factor, Sercel, Tieto France and Unilog LogicaCMG. Prior to founding SalesChannel Europe David worked in a variety of Senior Executive roles in High Tech – IT and Telecommunications for US, British and French companies, including NTT/Verio, Genuity, Integra, British Telecom, Data General. SalesChannel Europe works with and coaches Executive Management and Sales Teams how to develop strategies and business skills that deliver sustainable performance improvements. David is an Australian national and has lived in Paris, France for the past 20 years.